Job Description

Company Profile

Prophecy Americas, Inc. is a subsidiary of the Australian-traded software development Company Prophecy International.

emite - Cloud Data Management and CX Analytics:

Contact centre leaders are empowered to: accelerate decision making; communicate the return on investment of customer experience initiatives; and improve contact centre performance through company-wide data access and insights. Consolidate information from disparate data sources, use customisation to adapt reporting to key performance metrics that align with business requirements, and facilitate seamless data sharing using emite for fast, accurate visibility into operational metrics. Drive contact centre performance outcomes without adding pressure to busy business intelligence and management information teams.

Prophecy operates globally from Australia, the United States, Europe, and the Philippines.

For more information on Prophecy International, please visit www.prophecyinternational.com.

Role Purpose

As a trusted member of the Prophecy Americas Sales Team - eMite, the role of Sales Executive (emite) is to increase revenue growth with new and existing customers, with your primary objective to hunt new leads, close new logos and upsell. You will provide a consultative style towards solving business problems for our customers by providing the right solution and approach to drive strong business outcomes.

Responsibilities

Responsible for revenue growth with new and existing customers.
Responsible for hunting and closing new logos and upsells – finding prospects & leads through various channels.
Creating an amazing customer experience.
Manage and lead full and complex sales cycle opportunities and accurately forecasting and close large deals.
Growing the territory, including developing networks, hunting and fostering relationships.
Create and conduct client demonstrations and presentations to showcase our solutions.
Build and maintain strong relationships with existing and new customers.
Understand customer needs and provide solutions to meet their business requirements.
Prepare and deliver sales proposals (or other assets as needed) and negotiate contracts.
Collaborate with internal teams to ensure smooth project implementation & customer satisfaction.
Meet and exceed sales targets and objectives.
Provide regular sales reports and forecasts to management.
Annually identify top 50 whitespace accounts and work with Marketing to convert these into new clients.
Manage and assist in the development and delivery of lead generation activities such as web pages, content, customer testimonials and outbound campaigns such as webinars.
Conduct high-level conversations with executives and key stakeholders to address business needs.
Communicating with clients and gathering information about a project’s scope, budgets, and timelines.
Continuously develop product knowledge and sales skills through training and professional development opportunities.
Upsell and leverage business from new and established customer relationships.
Meet and Exceed Annual Quotas.
Utilize Salesforce CRM to provide timely and accurate sales activity tracking and status updates.
Develop, leverage, and maintain business within existing accounts, manage complex sales situations and sales campaigns.
Work strategically with management to deliver forecasts, identify trending opportunities/challenges, and provide recommended solutions.
Keep informed of product line, competition / industry trends that may impact client business activities.
Up to 25% travel may be required.
Attend trade shows and host customer events.
Maintain and develop an excellent working relationship with all prospects, customers, and business partners.
Forecast sales activity and revenue achievement while creating satisfied customers.
Resolve client issues in a timely and thorough manner; escalate issues to upper management as needed.
Communicating with clients and gathering information about a project’s scope, budgets, and timelines.
Attending trade shows and hosing customer events.
Manage and assist in the development and delivery of lead generation activities such as web pages, content, customer testimonials and outbound campaigns such as webinars.
Generate Sales leads from current customer referrals and other outbound activities.
You are both an individual contributor as well as a team member, do right by both.
Other duties as directed by the VP Sales (EMEA)/eMite Lead (Americas) or Leadership.

Skills, Qualifications and Experience

Bachelor's Degree in Business, Marketing or a related field (Preferable)
Demonstrated and successful experience as an Account Executive.
Strong drive to hunt for new leads and turn them into opportunities – prior experience in business development/ sales development role is a plus.
A good sense of empathy to understand customer needs and align their needs to the eMite product.
Strong negotiation skills.
Proven track record of building and maintain sales pipeline at or above 3X quota.
Proven track record of success in B2B sales, preferably in the data analytics, security or technology industry.
5+ years of sales experience (Cloud or SaaS based software sales preferred)
Experience using SPANCO, MEDDPICC or similar qualification framework a plus.
Knowledge of market research, sales and negotiating principles.
Exhibit strong leadership, problem solving, and time management capabilities.
Proven experience leading complex sales cycles with a track record of accurately forecasting and closing large deals.
Proven experience understanding customer needs and creating solutions using our products to solve their biggest challenges.
Proven experience communicating, negotiating, and closing with customer executives and key stakeholders.
History of peer collaboration; sharing best practices and learning from your own/other's setbacks.
Comfortable working in a cloud-based environment.
Knowledge of market research, sales principles, and emerging technological advancements.
Exhibit strong leadership, problem solving, and time management capabilities.
Comfortable working in a cloud-based environment.
Thrive in a culture that’s all about teamwork and we are here for our customers no matter what.
Hands on experience, understanding, and working knowledge of Account Management.
Outstanding knowledge of MS Office; knowledge of CRM software (e.g., Salesforce) is a plus.
Excellent communication/presentation skills and ability to build relationships.
Organizational and time-management skills.
Strong business acumen.
Enthusiasm for working in a small and passionate team.
Ability to communicate with all levels of an organization and manage conflicting goals.
Proven ability to quickly learn all aspects of technical software products.
Strong history of promoting internal and external communications to relevant stakeholders.
Someone who can understand customer expectations and communicate those cross-functionally.
A “can do” and “can do now” attitude.
Proven business development skills and strategies.